If you try to align with sales around leads, way too often you’ll get a request for BANT leads. For the uninitiated, BANT is a lead qualification acronym: I keep thinking BANT is dead, but it’s like one of those zombies on “The Walking Dead”: it just won’t die. The thing is, just likeRead more

What Google, Facebook, and B2B Media Companies Don’t Want You to Know When I first heard about third-party intent data five years ago, I loved the idea. While I still encourage the use of this data source, I have a feeling the hype train might be steaming you off the edge of a steep cliff.Read more

Whenever humans encounter a new problem, they usually find innovative, effective solutions to solve it. From vaccines to diplomacy, we’re constantly improving our skill at ironing out pain points to make life a little easier. Even better, we’re getting more interdisciplinary as we find ways to take what works in one realm and apply that sameRead more

During the early days of Hubspot, co-founder and CTA Dharmesh Shah would bring a teddy bear named Molly to important meetings. Molly represented one of the company’s key buyer personas. Hubspot is passionate about building products that make it easier for marketers to succeed, and Molly helped meeting participants focus on the goal: serving HubspotRead more

According to IDG, 61% of B2B marketers say increasing demand is the top challenge they face today. Intuitively this makes sense, considering that B2B companies achieve growth when salespeople have access to larger and higher quality pipelines. In theory, scaling a business requires just boosting demand. In actuality, however, demand generation is becoming an increasinglyRead more

If you’ve been using lead gen technologies for a while, you’ve probably realized that most of them are pretty terrible. It seems like they all target the same tiny portion of the market, which means you’re battling your competitors for the same leads while prime, harder-to-measure prospects drift away. That’s certainly not ideal. To survive andRead more

If there’s one topic where people say “the future is now,” it has to be with AI. As our modern usage of it is relatively new, the subject can scare a lot of people, fearing that one day humans will be obsolete and completely replaced by robots. And although that seems a little far fetched,Read more

Photo credit: NEC Corporation of America via Visual hunt / CC BY B2B business leads are like gold coins in this business. The mobile revolution saw 80% of Internet users own a smartphone. That changed the business. But despite the fact that B2B businesses have changed the way they do things, they are stillRead more

While Linkedin may not be the best or cheapest place to generate B2B leads, people sure do seem hell-bent on using it for this purpose. There is no question about the enormous amount of available data but Linkedin does not make it easy or obvious to mine the information you want.Read more